Traditionally, B2B corporate databases have been compiled by marketers in-house. The process takes up a lot of time, scanning search engines, online directories, and social media for company details. In many instances, the information is generic, and the contact details include toll-free/reception phone numbers and general-query email ids only. The next step is to scrutinize the data to filter for qualified prospects. Once a suitable B2B database of qualified prospects has been compiled, it becomes usable for the time being. But it needs to be updated, cleaned, and validated regularly. On the whole, in-house data compilation and management is expensive, time-consuming, and may not generate the desired results.
The Need to Replace the Corporate Database:
Recognizing the above constraints, many B2B companies today are keen on replacing their existing manual databases with outsourced, AI-driven ones. The quest to replace in-house databases is evident, with increasing queries for corporate database subscriptions. Here are the advantages of purchasing a high-quality database from a proficient B2B data vendor:
- It saves the time and efforts of the marketing team, enabling them to focus on lead generation and nurturing.
- A ready-to-pursue leads list with crucial company information and contact details of high-potential prospects is akin to a B2B goldmine.
- A customized corporate database facilitates the conversion of MQL (marketing qualified leads) to SQL (sales qualified leads).
- Opting for a corporate database subscription eliminates the need to separately avail expensive data cleansing, updates, and validation services.
- It boosts the productivity of sales, marketing, and CRM teams by enabling them to focus on their core expertise. The need to make manual data corrections and updates is eliminated.
How to Find the Right B2B Corporate Database?
For successful B2B demand generation, replacing the existing database with a high-precision outsourced database is recommended. But with the massive number of service providers in the market, finding a suitable database can be challenging. The following tips and methods can help find a high-quality replacement:
Establish the Database Intent at the Very Outset:
Before going ahead with advanced talks, the primary communication with prospective data vendors must emphasize the database intent and requirements. Enlist the prime goals and objectives for purchasing the data. These could include Account-based Marketing, Lead Scoring, Cold Calling, Lead Prioritization, Prospecting, etc. For fuelling a B2B demand generation campaign, ask specifically for business ownership, intent data, and prequalified prospects.
Conduct Data Services Research on Multiple Platforms:
Never restrict the search for B2B data providers to one or two platforms. Check out Search Listings on Google and Bing, Trade Directory Listings, Online B2B Forums, LinkedIn, Facebook, and other relevant platforms. Apart from adjudging the reviews and ratings of the top-listed database providers, do check on their areas of specialization. Opt for a database management agency that compiles top-notch contact lists for B2B demand generation for holistic database services. Also, don’t forget to check if they have sufficient experience in the targeted industry.
Ask for Free Trials and Demo Offers:
Getting a sample B2B contacts list before subscribing to the database is necessary. It will help assess whether all the required information and data fields have been provided. Ask for a written or contractual guarantee on the various aspects of data integrity. This includes the correctness of the company/contact details provided and the frequency of data updates and validation. Also, review their support services during the trial period.
Look for a Data Services Partner instead of a One-time Data Seller:
Always try to avail of B2B database services on a long-term basis. It is far more cost-effective to rely on the same company for marketing lists, corporate database management, and data cleaning. If the data service provider has an in-house analytics team, it will be an added advantage to collaborate with them.
Conclusion
From assessing market potential and initiating market segmentation to contacting company decision-makers directly, B2B database outsourcing is a significant asset. A carefully curated marketing database can boost the marketing email deliverability and garner a positive response for the telemarketing campaign. Businesses can even liaise with data mining and analytics teams apart from purchasing marketing and CRM databases. This will steer the corporate decision-making in the right direction for continual success.
